Launching a new product isn’t easy! 30,000 new consumer products are launched each year, yet over 75% of them fail. According to the Harvard Business Review, one benchmark of a highly successful launch is for it to achieve $50 million in first-year sales, but fewer than 3% of new consumer packaged goods launches reach this Read more about Optimizing New Product Execution Blog[…]

While trade promotion spend by CPG manufacturers continues to increase, retailer compliance is trending downward, especially when performance is measured at the store/day/SKU level Promotions are vitally important for both retailers and suppliers. Despite some retailers’ focus on Every Day Low Pricing (EDLP) and the growing emergence of discount retailers, promotions play an integral part in Read more about Optimizing Promotional Execution in Grocery Retail Blog[…]

In a Modern Trade context, it is relatively straightforward to assign an appropriate level of field sales resources to outlets because stores can be prioritized thanks to the free availability of store level data from retailers. In markets and channels with no such data, the task is much more complex.  This problem may arise in Read more about Predictive Analytics – Supercharging Your Field Sales Strategy[…]

Dynamic Routing offers major productivity benefits in return for a more flexible working approach in field sales, but what should brand owners consider before making such a change? Field sales resources are typically deployed in a relatively rigid way in grocery retail. Brand owners decide which retailers and stores to visit, then assign a visit Read more about How Dynamic Routing Can Improve ROI[…]

Knowing the ROI of the Field Sales Force has never been more important to ensure the optimum level of resources is allocated to ensure perfect execution. Field Sales teams are expensive to run, but their impact on sales can be difficult to calculate. Many brand owners rely on imprecise assumptions about the impact of sales Read more about Improving Field Sales ROI with 20:20 Retail Data Insight[…]